Sales Manager

SCOTT B. STEINHOFF

**** ****** ***** *****, *******, Georgia 30075

Phone # 770-***-****, Mobile # 770-***-****

***********@*****.***

Career Summary

Experienced sales professional with expertise in Direct Sales, Channel (Alliance) Sales as well as National, Strategic and

Global Account Management. This includes individual contributor roles as well as National and Regional Sales Management

roles, managing up to 20 people. A strong background in Consultative and Value Added Selling environments and

experienced in selling into virtually every vertical market. Created and managed Strategic and Global (Large) Account

Management programs while at Harris Corporation and Apple.

Clients and Channel Alliance Partners have included; Aflac, American Airlines, AT&T, Bell South, Cablevision, Centennial

Wireless, Cox, EDS, E*TRADE, GM, Home Depot, HP, IBM, SBC, Siemens, Sprint, SunTrust, Time Warner Cable, Unisys,

US Cellular, Washington Mutual, New York City, State of Georgia and Columbia University. Held various Sales, Sales

Management, Business Development and Marketing positions at the Director, Manager, and Individual Contributor level at

Fortune 500 and Pre-IPO Companies.

Nuance Communications, 2012 to Current

Sales Director – (Atlanta, GA) Direct and Channel Sales of Nuance Speech and Voice Recognition, Voice Biometrics, IVR,

Voice Authentication, Voice to Text, Call Center Integration (CTI), Mobile App’s, including Hosted and On-Premise

Solutions to Enterprise Accounts in the Southeast. Quota responsibility is $4M

Customer Accounts include; E*TRADE, Home Depot, Aflac, Southern Company and others.

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Channel Partners include; Avaya, Cisco and Genesys and all of their Channel Partners

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Agnity, 2010 to 2011

Director of Sales - (Atlanta, GA) – Direct Sales of Agnity’s ACONYX service-oriented communications architecture,

AGNITY’S custom applications and ready-to-use solution components enable service providers, systems integrators, OEMs,

SDP providers and application service providers to deliver the best in next-gen voice and data applications to their customers

– cost-effectively, with assurance of scalability, flexibility and carrier-class quality and reliability.

In addition, The AGNITY APTUS Product and Solutions deliver a set of mobile health, telemedicine, collaboration and

systems solutions to improve the productivity and meet the increasing demand for efficiency in delivering quality and access

to personalized care. Quota responsibility was $3M

Customer Accounts included: Service Providers in North America

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Channel Partners included: Broadsoft, Nokia Siemens Networks and Sonus

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Aricent, 2009 to 2010

Director of Sales - (Atlanta, GA) – Direct Sales of products and services across the entire communications ecosystem

including User Experience Design, Consulting, Research and Development, Application Development, Testing and

Integration for Devices and Network Infrastructure, as well as (OSS/BSS) Operational and Billing Systems. This includes an

exclusive focus on the communications industry, providing leading innovation capabilities, a broad set of products,

technology and services which are all available via a scalable global delivery model. Quota responsibility was $4M

Customer Accounts Include: AT&T, Bright House Networks, Cablevision, Cox Communications, Time Warner Cable

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and other Wireline, Wireless and Cable Service Providers.

Movius Interactive, 2007 to 2009

Director, Strategic Accounts - (Atlanta, GA) – Direct Sales of Multimedia Messaging and Collaboration Solutions to Cable,

Broadband, Wireless and VoIP Service Providers. Quota responsibility was $4 M.

Customer Accounts included: AT&T, Bright House Networks, Cablevision, Charter, Centennial Wireless, Comcast, Cox

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Communications, Time Warner Cable and US Cellular.

Channel Partners include: Nokia Siemens Networks and Nortel.

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Multimedia Messaging Solutions include: E-mail, Fax, MMS, Mobile IM, On Device Portals, SMS, Unified

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Communications, Video Mail, Video Portals, Visual Voice Mail, Voice Conferencing, Voice Mail, Voice SMS, Web

Conferencing and Video Conferencing. Also includes: Professional Services and Customized Software Solutions.

SafeHarbor Technology, 2005 to 2007

Regional Director, Strategic Accounts - (Atlanta, GA) - Directed Sales of Web-based Knowledge Management, Content

Management, Web Self-Service Solutions, CRM, Call Center and Professional Services. Quota responsibility was $1.7M.

Achieved 107% of Quota.

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Customer Accounts included: American Airlines, Cingular, Cox, Philips, Magnavox, RCA, SunTrust & WaMu.

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Managed the Company’s Channel Partnership with IBM.

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Vignette Inc, 2004 to 2005

Regional Sales Manager, Eastern U.S. - (Atlanta, GA) - Directed Sales of Enterprise Software Solutions in the Eastern U.S.

for the company’s “Smart Enterprise Suite” (SES) Software. Quota responsibility was $1.6M.

Customer Accounts included: State of Georgia, State of Maryland, State of Massachusetts, New York City, City of

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Virginia Beach, VA, University of Miami, Carnegie Mellon University, and City Universities of NY.

Channel Partners included Bearing Point, Deloitte and EDS as well as other Local, Regional and National System

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Integration Partners.

Software Solutions included: Enterprise Content Management (ECM), Web Content Management (WCM), Portal

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Software, Document Management, Records Management, Workflow Management, Imaging Software, Compliance

Management, Case Management, Collaboration, Campaign Management, E-mail Capture and Web Capture capabilities.

Apple Computer Inc, 2001 to 2004

National Director, Strategic Accounts – (Atlanta, GA) – Developed and Directed a "Strategic Account" program that

focused on Apple’s 25 largest accounts. Managed a staff of 3 direct reports, plus 25 indirect reports. Quota responsibility

was based on the division's overall quota of $1.8 Billion.

Participated as a team member on the first statewide deployment of laptop computers and 802.11b wireless network for

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the State of Maine. This $42M project supported all 37,200 students in the 6th and 7th grades and was projected to grow

by over 400% to 180,000 students and laptops.

Led a Multi-Vendor Sales and Proposal team, as the prime bidder, for the outsourcing of all procurement, installation

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and services for computers, printers, etc for the NYC Department of Education. Team members consisted of EDS, HP &

Lexmark. Revenue was forecasted to be $400M over a 5-year period.

Led a Sales and Proposal team, as a Channel Alliance Partner to EDS, for the complete outsourcing of the NYC-

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Department of Education IT Department. Other team members included Dell, KPMG and approximately 20 others.

Revenue was forecasted to be $1B over a 7-year period.

Led a Sales and Proposal team for Apple as the prime bidder for a proposal for the Philadelphia School District.

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Revenue was forecasted to be $75M over a 5-year period.

Worked with a variety of Customers and Channel Alliance Partners in providing consulting services as it related to their

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overall Enterprise Systems and Solutions. These included; Wireless Network Implementations, Student Information

Systems (SIS), Portal Solutions and other Enterprise Solutions such as SAP, PeopleSoft, Siebel, Oracle, etc.

Harris Corporation, Communications Products Division, 1992 to 2000

National Director of Sales, Network Management Software - (Atlanta, GA) - Directed the Management of 10 Account

Executives and 10 Pre and Post Sales Personnel for Harris' Enterprise Network Management, OSS & EAI Software Division

in the U.S. and Canada. Quota responsibility was $30M.

Achieved 103% of Quota.

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Appointed as Division Representative to Harris' Corporate Sales Council.

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National Director, Strategic Accounts - (Atlanta, GA) – Developed and Directed a New "Strategic Account" program to

unify the existing National and Global Account programs. This included the management of 3 Strategic Account Managers

(SAM's) focused on AT&T, MCI & SBC and responsibility for Harris' Southern Regional Sales Office, consisting of 15

States, 4 Account Managers, & 2 Sales Engineers. Led a "Sales Team" Initiative on the CLEC Marketplace. Quota

responsibility ranged from $9M to $216M.

Achieved 115% of Quota.

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"Presidents (Quota) Club" Award.

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Global Account Manager - (Atlanta, GA) – Developed and Directed a New Global Account Program. This program

consisted of reviewing all current accounts and developing new accounts, establishing account teams, account strategies, and

coordination plans. Accounts included; AT&T, MCI, Sprint, SBC, GTE, Tandem, Unisys, EDS & others. Quota

responsibility was $8M.

Closed a $3M Custom Developed Solution to SBC.

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"Sales Professional of the Year" Award.

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Sr. Account Manager - (Atlanta, GA) - Directed new Business Development & Management of Accounts in the Southeast

Region. Included Sales of Harris' Operator Services Software and Enterprise Network Management Software to Network

Service Providers, Call Centers, Long Distance Re-sellers, Local Exchange Carriers, CTI System Integrators, Pre-Paid

Calling Card and International Call-Back Service Providers.. Quota responsibility ranged from $2M to $3.4M.

Averaged 130% of Quota over 5 years, with a high of 170%.

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"Presidents (Quota) Club" Award in multiple years.

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"Significant Sales Contributor of the Year" Award.

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Dytel Corporation, 1983 to 1992

National Account Manager - (Atlanta, GA) - Directed new Business Development and Management of Fortune 1000

Accounts, which included:

British Petroleum General Motors Martin Marietta

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Chrysler Georgia Pacific RJ Reynolds

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EDS Leaseway Transportation Westinghouse

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Regional Manager – Southeast - (Atlanta, GA) - Directed new Business Development and Maintenance of Channel Partner

Accounts in a 12 State Territory.

Took Region from 5th to 3rd Place, in Sales Volume, in One Year.

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Achieved over $200,000 in Direct Sales Revenue from Select Major Accounts.

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National Director, Sales & Marketing Services - (Schaumburg, IL) – Developed and Directed All Channel Partner Sales

Support, Technical Support & Training on a National Basis.

Managed a staff of 12 people including: Sales, Technical & Training Support Personnel.

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Managed our Largest Channel Partner Account, Tel Plus. (Now Siemens)

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Designed, Implemented & Taught an intensive 3 Day Application Sales Training Seminar.

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Planned, Implemented & Administered all Channel Partner Sales Incentive Programs.

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National Sales Manager - (Schaumburg, IL) - As the 5th employee, and the 1st person in the Sales & Marketing department

of this Venture Capital backed company, this included development and direction for a wide variety of Sales & Marketing

functions during the start up period, with a focus on New Business Development and Sales through Channel Partners.

Sold the World's 1st "Automated Attendant" System to Arthur Anderson (Now Accenture).

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Developed & Maintained Various National Accounts.

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Developed & Implemented all Channel Partner Sales Training Programs.

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Other Information

Professional Development: Various Product, Sales, Management, and Industry Training Courses. These have included;

"Strategic Selling" by Miller Heiman

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"Smart Selling"

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“Trust Solution Selling” by Critical Path Strategies

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“Selling to the CXO”

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"Siebel Sales Automation"

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"National Account Management" at the University of Wisconsin-Madison

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"Understanding DSL & other Broadband Technologies".

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Education: University of Utah, BA, 1981.

Affiliations: Beta Theta Pi Fraternity, Outward Bound Schools - Minnesota & Texas

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